Spotted Wombat

One of the questions I am often asked is whether people should give away their knowledge and expertise for free.

After all, if someone can get the information for free, why wouldn't they use you as a source and

then do it themselves? The reality is that yes, sometimes people will do just that. I've found that I have spent hours educating a prospective client - only to have them take the work to India or China for a much cheaper rate. On the other hand, I do get some of these clients coming back to me after experiencing poor quality work from some providers.

I think there needs to be a balance of providing useful and compelling information that will help solve a customer's problem - and playing into your competitors' hands. One way to avoid lengthy discussions and consistent meetings with prospects, is to have information readily available on your website. Refer your prospects to your website and encourage further discussion if need be. If your information is valid and relevant to a customer's needs, then you immediately become an expert to your client and they are likely to buy from you.

One thing to remember is if customers don't find the information they need on your website, they will search online until they find what they are looking for. Often, they will find the required information on your competitor's site. This means that they will call your competitor instead of you.

If you arm your prospective clients with all the information they need to make an informed purchasing decision, you will increase the chance that they will trust you with their business.

Spotted Wombat provide content marketing, copywriting, web content, newsletters and blogs for your business. We are based in Brisbane and work with both Australian and international businesses.